IBM Taps Partners For Mid-Market

IBM (IBM) announced it is relegating mid-market responsibilities completely over to partners. Furthermore, the company will restructure internally to work solely with partners rather than end customers, in this market segment, which was originally created to divert the sales force’s focus from only large accounts.

IBM also announced it is increasing sales support through Territory Business Partner Representatives, who will be responsible for approximately 20 to 30 partners each. This new partner management system will be rolled out first in the United States, Canada and a few European countries, with more locations coming in July.


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